Accumulation annuites are a great product, but they don’t just sell themselves. Watch this brief video to hear our annuity expert Anthony highlight the benefts to you and your clients and the best way to present an extraordinary opportunity, including:
- No risk to principal due to market losses
- No cost or fees for base product
- Tax-deferred growth
- Ability to lock-in any gains at the end of the strategy term
- Upside potential
When you are with a potential client and you are planning to sell them an fixed-index annuity, there are two questions you should ask that will help you sell the annuity.
The first question is this, what percentage of your money do you want me to protect?
Again, let me write that again, what percentage of your money do you want me to protect?
You’re going to find that the client is going to answer 50%, 70%, 100% of their money. Rarely ever will someone say zero, right?
Second question: what kind of return would you be happy with on your money over the next five to seven years?
So again, let me write that again, what kind of return would you be happy with on your money over the next five to seven years?
The answer is usually in that case is somewhere between 5% and 8%, right?
Once you get those two answers, you have permission and the buy-in from the client to continue offering an annuity.
That’s it. Very simple questions to ask.
If you start out asking these questions, it will guide the rest of the conversation to a closed deal.
THE BOTTOM LINE:
Accumulation annuities provide great benefits to both you and your clients, but presentation is everything and a couple of strategic questions can help close the deal.